Unearthing Hidden ABM Revenue Reservoirs by Tapping the Buying Team

As ABM programs evolve, many organizations have yet to realize its full potential. This is because they haven’t shifted their approach to engaging and breaking into these prized accounts. And without the right account insights, this endeavor becomes incredibly difficult.

Although fracking is controversial, when translated to B2B purchasing, it’s a strategic process for identifying untapped potential within key accounts by drilling deeper into the needs of the buying team members. Read on now to learn:

How to frack the buying team to unlock hidden opportunities
How sellers can use intent data to understand who to sell to and when to engage
How to take a signal-based approach to upselling and cross-selling

Vendor:: Informa TechTarget
Posted:: Apr 3, 2025
Published:: Apr 4, 2025
Format:: HTML
Type:: TechTarget Media

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